Global Business Development

Prevent the 5 Most Common Mistakes - Successful International Expansion

Jana Tolle

Many German companies generate a considerable portion of their sales through foreign business. In addition, new opportunities for opening up new markets and business fields are constantly being created. In doing so, it is crucial that strong, competitive products are applied to the right markets, which offer the appropriate potential. This seminar is a valuable aid for entering new foreign markets.

1. The 5 most important internal basic requirements

2. Strategic analysis

What analyses do you need for strategic decisions?
How to analyse the potential for foreign markets
Product analysis
How can common analytical methods be expanded?

3. Sales Architecture - How do I build efficient sales structures?

Buy or Build?
Trading Partner - An Alternative?
How do I find new co-operation partners?
Presentation of the triangle and quadrangle method

4. Cross-Cultural-Management: the secret recipe for successful business developers

In which regions are you using which methods to generate new business contacts
How can you better assess international business partners?
In which regions a contract alone is not sufficient for successful cooperation
How to attract international business partners
Communication strategies for effective business development
How you better evaluate projects, incoming orders, delivery times internationally?

5. Best Practice

The most important question that leads you to success
Hygiene factors and motivators in international business

Global Business Development Manager, International Sales Manager, Export Manager, Country Manager, Regional Manager, Sales Manager, International HR Management, International Controller and others

Raphael Schoen has been active in international technology and research worldwide for 15 years. He has worked in direct customer contact, but also through the management of sales representations and branches with people from more than 30 different countries, including, a. USA, Japan, China, France, UK, Russia and India.

He works as a Global Business Development Manager in an international company and is a lecturer at HHL Leipzig. Raphael Schoen studied economics as well as an MBA at the Handelshochschule Leipzig and Boston University with an emphasis on international management.